6 Steps To Inviting Prospects To Your MLM Opportunity

So you think you have an outstanding home business to tell people about.  But how do you get prospects to watch the presentation of your opportunity?  Network Marketing expert, Tim Sales, has come up with an “Inviting Formula” consisting of 6-steps designed to increase the chance of a prospect to take a look at your opportunity.

1.  Greet.  Before you start, you actually need to meet and greet someone.   This could be a phone lead, a referral, or someone in the grocery market.  The key here is to simply have an open conversation with the individual.  In this step you should NOT discuss your particular opportunity.  You are only having a conversation with someone about the weather, your local sports team, or a book they are reading.  You want that individual to open up to you and begin to talk freely.

2.  Qualify.  Your intent here is to move the conversation in a particular direction so that you can discover what the person needs, wants, and does not want.  Afterall, this should be the basis of your prospecting…helping people.  And to do this, you need to find out what that person is looking for.  It could be extra income, a desire to quit their job, or maybe buy a new boat.  But you need to know what they want so you have an idea of how you can help them.

3.  Invite.  Now that you know what your prospect is looking for, it’s time to invite them to look at your opportunity.  However, you don’t want to just force it upon them.  You need to show how your opportunity can help them attain their specific goals.  For instance, if your prospect is looking for more time with their family you would show how your opportunity can help them achieve that goal.  In this case you may say, “Mary, I know exactly how you feel.  Family is everything.  You know…I have something you may want to take a look at that could help you get to that point.  Would it be worth an hour of your time to get some more information?”  Here, you are acknowledging Mary’s “want” and then structuring the invitation to your presentation around that “want”.

4.  Handle Questions and Objections.  Normally, the prospect is going to have some questions about what it is you want them to take a look at.  Probably the most common is “what is it?”.  Let’s go back to Mary.  If she happens to ask, “What is it?”, it’s best to not go into the actual opportunity right there.  Instead, answer back with something like, “well, it’s a little difficult to give you the full details in a short amount of time.  Would tomorrow evening work for you?”.  This way you are answering her question, but then steering it back towards setting up an appointment.  Another common objection is, “Hey, is this one of those pyramid things?”.  To which you could say, “Absolutely not…pyramids are illegal and I simply do not promote them.  When would be a good day and time to get together so I can show you what this is about?”.  Again, you are answering the question, but then steering back towards setting up an appointment.

5.  Close To Action.  This step can go hand-in-hand with the previous step.  Once you have handled all the questions and objections brought up, you want to nail down a SPECIFIC day and time to discuss your opportunity.  The sooner the better.  You’ll notice the word “specific” is in all caps.  That’s how important it is.  Agreeing to “sometime Thurs night” isn’t specific enough.  It needs to be 9pm on Tues, for instance.  This could be an invite to an online presentation, a hotel meeting, a visit/call to their house, or even a dinner appointment.  Personally, I think you are going to see better results with some type of an in-person meeting.

6.  Follow-up.  This can be a 2-part process.  If the earliest you were able to get an appointment with the prospect is a week away, you could use this step to touch base with the prospect a day or two before the actual appointment, just to make sure they remember said appointment.  But the main purpose here is to follow-up with your prospect after they have viewed your presentation.  You want to get their thoughts on what they saw.  Ask questions like, “What did you like about what you saw?”, or “Do you see why I’m so excited about this?”.  Always keep it positive.  Not everyone is going to be interested, and you need to acknowledge that.  But your intent here is to show them how it could help them achieve what they are looking for.  “Mary, can you see how this could eventually allow you to spend more time with your family?”.

My advice would be to role play with a friend, family member, or member of your team until you have a good grasp of these steps.  You don’t need to be perfect right away, but practice makes perfect.  If you follow these steps, you just may see an increased number of prospects willing to take a look at your opportunity and signing up.

There is a way to shorten this list slightly.  If you have an online opt-in page or web tour, you could use that as both your greet and qualify steps.  Especially if your page includes a video of yourself.  If your prospect actually sees a video of you presenting the opportunity, this may count as a “greet”.  And if the prospect likes what they see on your website or web tour and they decide to opt-in or contact you, then they are fairly qualified.  However, this doesn’t completely eliminate these two steps, it just makes them a little easier to get through.  If you would like to see an example of how I achieve this, you may want to take a look at my web tour to see how I accomplish this.

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